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Exceeding Expectations in a Comeback Market

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By Nick Caruso

How are you encouraging your agents to be more productive? Do you have a winning strategy for closing transactions? Read on to learn how two industry professionals from Realty One Group are making moves and exceeding expectations—and learn how you can, too.

Kelly_PatPat Kelly
General Manager, Arizona; Managing Broker of Gilbert, Ariz.
Realty ONE Group
Gilbert, Ariz.

Jim Sexton
Designated Broker, Arizona; Managing Broker of Paradise Valley, Ariz.
Realty ONE Group
Paradise Valley, Ariz.

Sexton_JimRegion served: Phoenix metro area
Years in real estate: Kelly, 15; Sexton, 33
Number of offices: 5
Number of agents: 1,550 and counting
Motto/work philosophy that you live by:
PK: Exceed expectations.
JS: Provide top notch service to your clients. This includes agents, buyers and sellers.

What is your top strategy for closing a transaction?
PK: Communication. Almost all problems in a real estate transaction could have been avoided with better communication.
JS: I tell agents to pay attention to the details. Each transaction has a slightly different sequence of details and events, making it crucial to pay attention in order to avoid surprises and get it closed.

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